Includes index.

The negotiating imperative -- Negotiation : the basics -- Getting started : preparation, preparation, and more preparation -- Negotiating styles and personalities, yours and theirs -- The tactical toolkit : techniques, tricks, and ploys of the experienced negotiator -- Pure theater : negotiating on stage -- Avoiding common negotiating pitfalls -- High-pressure negotiating tactics -- When to close, how to close, and where to walk away -- Finalizing the agreement -- Negotiating for the long term.

A quick-and-easy guide to core business and career concepts-no MBA required! The ability to negotiate a deal. Confidence to oversee staff. Complete, accurate monitoring of expenses. In today's business world, these are must-have skills. But all too often, comprehensive business books turn the important details of best practices into tedious reading that would put even a CEO to sleep. From hiring and firing to strategizing and calculating revenues, Negotiating 101 is an easy-to-understand roadmap of today's complex business world, packed with hundreds of entertaining tidbits and concepts that can't be found anywhere else. So whether you're a new business owner, a middle manager, or an entry-level employee, this 101 series has the answers you need to conduct business in a smarter way.